2. Use your head as much as your heart. Interestingly, this also happens to square perfectly with the definition of fiduciary duty. What do you think is more important to sales effectiveness? Imagining what the other side is feeling or imagining what they are thinking? Pink said extensive research shows that correctly imagining what they are thinking is actually more important.
Harvard Professor: Five Ways RIAs Can Increase Sales Effectiveness
November 13, 2013
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Years ago it was possible to sign new clients with one meeting. Today in the post-Madoff environment, prospective clients question both the integrity of their advisors and the markets. A prospective client needs to learn all about you and your qualifications before they decide to work with you. for more ideas read this http://premiertrust.com/howtoattractretainHNWclients.pdf
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I have a lot of respect for Daniel Pink but when his Key Note speech is cited as good sales advice I draw the line. Must have been a slow news day.